| Auto sales, and any other kind of sales is really a | | | | your client? One way to be sure you get the highest |
| people business period! You need to identify a | | | | percentage of sales possible is to get some car sales |
| customer's needs and wants, and tailor your product | | | | training and stop winging it everyday! |
| to them. | | | | You need to learn to ask qualifying questions, and you |
| This is what separates the "order takers' from the | | | | will find yourself controlling the sales process and |
| salespeople! Over 70% of customers purchase | | | | closing more deals. Repetition is the mother of skill so |
| something different than what they had in mind, | | | | train daily! |
| because their salesperson had some car sales training. | | | | We are a society of listeners and watchers not |
| These customers will leave happy, because they have | | | | readers like we used to be so...... I would suggest |
| found a better alternative. | | | | getting your car sales training on a CD that you can |
| Car sales training, benefits both the salesperson and | | | | play over and over in your car on the way to work or |
| the customer. Obviously, the benefits for the | | | | on your way home! This is where repetition can be the |
| salesperson are more happy customers, and a bigger | | | | mother of skill! Combined with DVD's you can watch, |
| paycheck, and this will lead to more referrals, and a | | | | and anything you can read. Let's face it, you have a |
| larger customer base to sale from year after year. | | | | better chance of training from a CD in your vehicle |
| The customer benefits because they will not spend an | | | | when you are not distracted with the wifey and honey |
| additional day to a month more getting confused, and | | | | do's, and kids at home! |
| wasting their valuable time trying to find that perfect | | | | Here are the qualifying questions to be asking your |
| car! They find something better than they had | | | | prospects... |
| imagined. | | | | 1. WHAT'S MOST IMPORTANT in buying your next |
| Great salespeople who have had car sales training | | | | vehicle? |
| always sell what is available! When you don't have an | | | | 2. What's the second most important thing to |
| exact car to the customer's request, show them what | | | | consider?? |
| you do have, and how it may accomplish the same | | | | 3. Is everything in place for you to purchase today? If |
| thing, or even why it may be better. Never ever, focus | | | | not, what would you need? |
| on what your vehicle does not have that the shopper | | | | 4. Is there anyone else involved in your buying a new |
| wants, always focus on what it does have, and how it | | | | car today? |
| will benefit them. | | | | Auto sales are approximately 50 million per year for |
| Salespeople tailor their product to a customer, build | | | | only 144 million licensed drivers in the United States. |
| value with a walk around presentation, which then | | | | The public is always buying cars, and dealerships need |
| generates mental ownership. Using a planned right turn | | | | car sales training for their sales agents constantly. |
| route demo drive, create a hunger and thirsting for | | | | The hard part for the average winging it car salesman |
| your vehicle today! When ordering a steak when do | | | | is that they have to convince customers that now is |
| you want it served to you? When it is hot right? How | | | | the time to buy! With all of the negativity in the |
| can you use your car sales training and close your | | | | economy this could be a daunting task when you just |
| customer, if you are not closing while the customer is | | | | wing it without any real car sales training. |
| experiencing the vehicle, and breathing in that new car | | | | Auto sales are at their lowest level in 15 years, so |
| smell?! | | | | strap on the feed bucket and get that car sales |
| This is a today business. Take the time to ask | | | | training from wherever you can, and keep practicing! |
| questions (who, what, where, why, when and how) | | | | Like I had mentioned before, repetition is the mother of |
| and offer them a vehicle in your inventory, and they | | | | skill, so having a CD in your car on the way to work is |
| may find it is just what they wanted, and that it is | | | | the best idea because of the time management, and |
| better than what they originally were thinking of. | | | | the repetition drilling it into your brain! |
| People buy cars once every 2 to 7 years, but we sell | | | | Find five to 10 closes you like and have them |
| them every day. You should be the product expert. | | | | memorized for your encounters with John Q. Public! It |
| The customer expert, and the sales expert. Whenever | | | | will be a lot of fun, turning those phony objections into |
| a salesperson engages in a sales presentation | | | | buying signals, and wham, they just drove away in |
| someone always gets sold! Either your customer or | | | | your vehicle. The second to last thing they say to you |
| YOU! The question is who is selling and whom is being | | | | is, "we weren't expecting to buy a car today"! The last |
| sold. This is your job, your career, you are the | | | | thing they say is thanks! |
| professional! Who should be better at sales, you or | | | | |